Business Development Account Executive

Title:

Belong. Connect. Grow. with KBR!

KBR’s National Security Solutions team provides high-end engineering and advanced technology solutions to our customers in the intelligence and national security communities. In this position, your work will have a profound impact on the country’s most critical role – protecting our national security.

Why Join Us?

• Innovative Projects: KBR’s work is at the forefront of engineering, logistics, operations, science, program management, mission IT and cybersecurity solutions.

• Collaborative Environment: Be part of a dynamic team that thrives on collaboration and innovation, fostering a supportive and intellectually stimulating workplace.

• Impactful Work: Your contributions will be pivotal in designing and optimizing defense systems that ensure national security and shape the future of space defense

KBR seeks a highly motivated and experienced Account Executive to join our team. The ideal candidate will have a strong background in aerospace and defense, with a proven track record of managing key accounts and driving business growth. This role requires exceptional communication skills, strategic thinking, and building and maintaining solid client relationships, specifically within the U.S. Space Force (USSF) markets.

The AE will be knowledgeable of and maintain working relationships with the USSF, Joint & Combatant Command senior leaders, decision-makers, and other senior executives and leaders across the Department of Defense, Intelligence Community, and Federal Government. Specifically, the AE will seek to strengthen KBR customer relationships and enhance business growth across the company's Air, Space, and Intelligence (NSS) portfolios related to USSF national security programs, services, and solutions. The candidate must demonstrate a working knowledge of the roles and responsibilities of each department or agency, including organizational design, acquisition and procurement, governance, and funding mechanisms. Additionally, the candidate should possess significant career government and industry credentials, including executive-level leadership experience, extensive operational experience, and background, a comprehensive understanding of current and evolving missions, operational concepts, policy, doctrine, acquisition, procurement, contracting, and funding.

The position regularly updates and reports to the SAE, VP of Growth, SVP of NSS, and Executive Leadership Team.

Key Responsibilities:

Account Management: Oversee and manage NSS critical accounts within the USSF ensuring client satisfaction, retention, and growth. Develop, manage, and implement account strategies to meet client needs and achieve business growth objectives. 

• Develop and strengthen a trusted relationship with current and potential KBR customers while serving as the primary company executive representative.
• Ensure a coherent, integrated KBR message to the customer while promoting corporate capabilities and solutions to meet customer needs.
• Build, improve, and manage significant key individual customer relationships.
• Promote and introduce corporate capabilities, technologies, services, and solutions to the customer.
• Possess an in-depth understanding of the customer's missions and KBR services, solutions, and products.
• Possess an in-depth understanding of the U.S. Air Force account’s competitive landscape, including competitors and potential partners.
• Develop, track, and execute a strategic-level Customer Engagement Plan, including regular, periodic meetings with strategically relevant influencers, decision-makers, and leaders.
• Host senior customer visits to KBR and arrange visits to customer sites, as appropriate.
• Function as senior Space Force executive representative responsible for customer engagement and government relations related to customer matters, issues, and concerns, including approved conventions and symposia.

Business Development: Identify, qualify (MileStone-0), and pursue new business opportunities within accounts and potential new clients in the USSF market (Horizon 2: 12 – 18 Months out). Align engagement strategies with developing new business opportunities throughout the growth lifecycle (Beginning, Middle, and End Game). Lead positioning and thought leadership opportunities, in coordination with MARCOM, through strategic customer outreach (Trade shows, Symposiums, Panel Moderation, Social Media Presence, and other Government and Industry outreach). Create and assist in creating white papers, thought leadership pieces, proposals, and other artifacts that position KBR as a leader in the areas aligned with growth objectives. 

• Define KBR to the customer by communicating the full breadth and depth of KBR’s services and solutions that can support their missions.
• Define the customer to KBR Business Area and Growth stakeholders to ensure a comprehensive understanding of customer needs and trends.
• Track pertinent USSF account information horizontally across all KBR Groups and communicate it to leaders to aid in business development, capture, and program execution.
• Provide senior customers an avenue to communicate satisfaction or dissatisfaction with the KBR program and contract performance.

• Communicate internally across KBR by hosting monthly USSF Account Calls to facilitate planning and execution, coordinating engagement and events, tracking USSF account financial performance, disseminating customer information, and monitoring emerging opportunities and strategies.
• Tracking USSF account financial performance, disseminating customer information, and monitoring emerging opportunities, issues, and results.
• Build a sense of community among KBR Department of the Air Force (USSF) stakeholders.
• To promote KBR brand awareness and technology leadership, exercise active thought leadership through speaking, writing, and personal communications.

Strategic Planning: Collaborate with internal teams to develop NSS Strategy and execute strategic account plans. Develop and refine USSF account strategies aligned with KBR and NSS growth objectives. Analyze market trends, competitor activities, and client needs within the USSF to identify growth opportunities. Develop and execute engagement strategies across the USSF focused on NSS strategic priorities.  Work with MARCOM and cross-functional teams on KBR brand recognition initiatives and positioning KBR as a thought leader and market driver within the USSF. Provide feedback and insights to drive KBR investments that are aligned with accounts. 

• Inform the annual strategic planning process by providing insights into USSF trends, requirements, challenges, and opportunities.
• Help develop new ideas and solutions to capture new business. Contribute to strategic planning by providing insights into changes in joint defense, intelligence, and federal government missions, acquisition, procurement, contracting approaches, and funding profiles.
• Identify requirements and create novel solutions for key USSF partners and affiliated government agencies.
• Demonstrate critical thinking, assessment, and analysis of published USSF articles, plans, speeches, and doctrine.

Client Relationship Management: Build and maintain strong, long-term relationships with clients in the USSF focused on critical customers aligned with NSS strategic priorities. Serve as the primary point of contact, addressing client inquiries, resolving issues, and providing exceptional customer service. Manage customer relationships and engagement strategies aligned with strategic objectives.  Ensure engagement strategies provide continuous and consistent engagement and touch points across crucial account stakeholders.

Compliance and Risk Management: Ensure all account activities comply with company policies, industry regulations, and contractual obligations. Identify and mitigate potential risks to the business.

Qualifications:

• An active TS/SCI security clearance is required.
• Bachelor’s degree in Business, Marketing, Engineering, or a related field. MBA preferred.
• Minimum of 10 years of experience in account management, sales, and business development, aligned with the USSF accounts.
• Proven track record of managing key accounts and achieving growth objectives.
• Strong understanding of the USSF market, including industry trends and competitive landscape.
• Excellent communication, negotiation, and presentation skills.
• Ability to think strategically and develop innovative solutions to complex problems.
• Strong analytical skills and proficiency in growth forecasting and reporting.
• Ability to work independently and as part of a team in a fast-paced, dynamic environment.

Work Environment:  

• Location: Hybrid (Remote and On-site in Colorado Springs, CO, or Los Angeles, CA)
• Travel Requirements: up to 20%
• Working Hours: Standard

Basic Compensation:

The offered rate will be based on the selected candidate’s knowledge, skills, abilities and/or experience and in consideration of internal parity.

The salary range for Colorado is approximately $195,000 to $255,000.

The salary range for California is approximately $214,000 to $275,000.

Additional Compensation:

KBR may offer bonuses, commissions, or other forms of compensation to certain job titles or levels, per internal policy or contractual designation. Additional compensation may be in the form of sign on bonus, relocation benefits, short term incentives, long term incentives, or discretionary payments for exceptional performance.

Belong, Connect and Grow at KBR

At KBR, we are passionate about our people and our Zero Harm culture.  These inform all that we do and are at the heart of our commitment to, and ongoing journey toward being a People First company.  That commitment is central to our team of team’s philosophy and fosters an environment where everyone can Belong, Connect and Grow. We Deliver – Together. 

KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.